Separating Buyers from Browsers
It's important to find out early on if your buyer prospects are serious about buying now. Can they buy if you find the right property today or must they sell another property first? Most people won't give you that information until you ask for it and the answer might save you a lot of time.
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Offer to visit curious buyers at home so that you can create a comparable market analysis (an opinion of the market value of their property). They probably won't know what they can afford for a new home until they know their property's worth. Offer your services and you might have a new listing as well as a new buyer client.
Buyers who must sell a house before they buy shouldn't spend a great deal of time looking at properties unless their house is already on the market. Give them MLS sheets and talk to them about what's available, but don't spend days showing them houses until you know they are serious about buying.
